NEGOTIATION
HAMES DAVID S
NEGOTIATION - NEW DELHI SAGE PUB 2012 - 497
fundamental components of the negotiation process and the challenges that face negotiators It contains, in a single volume text material on current theory and research readings from diverse perspectives,
Contents:- 1. The Nature of Negotiation: What It Is and why it matters,2. Preparation: Building the Foundation for Negotiating,3. Distributive Bargaining: A Strategy for Claiming Value, 4. Integrative Negotiation: A Strategy for Creating Value,5. Closing Deals: Persuading the other Party to say yes, 6. Communication: The Heart of All Negotiations, 7. Decision Making: Are We Truly Rational?
9788132108955
MANAGEMENT GENERAL -(F-56)
302.3 HAM
NEGOTIATION - NEW DELHI SAGE PUB 2012 - 497
fundamental components of the negotiation process and the challenges that face negotiators It contains, in a single volume text material on current theory and research readings from diverse perspectives,
Contents:- 1. The Nature of Negotiation: What It Is and why it matters,2. Preparation: Building the Foundation for Negotiating,3. Distributive Bargaining: A Strategy for Claiming Value, 4. Integrative Negotiation: A Strategy for Creating Value,5. Closing Deals: Persuading the other Party to say yes, 6. Communication: The Heart of All Negotiations, 7. Decision Making: Are We Truly Rational?
9788132108955
MANAGEMENT GENERAL -(F-56)
302.3 HAM
